Head of Real Estate Sales

We’re a community of dreamers, big thinkers, problem solvers, active listeners, and multipliers. At every opportunity, we set the pace while delivering innovation built to carry real estate into the future. Where customers are empowered to take on any opportunity. Because together, we have the power to create extraordinary outcomes for our customers, our communities, and ourselves.As the Manager, Growth Sales - SMB, you will inspire, coach, and lead a high-performing team of account executives focused on expanding revenue within our existing customer base. You will drive sales strategy, pipeline generation, and team development to maximize cross-sell and upsell adoption across our value-added product suite. In this role, you will play a pivotal part in powering customer growth and shaping the future of AppFolio’s SMB sales motion.Your ImpactLead, mentor, and coach a team of Growth Account Executives to deliver at or above budgeted company goals on a monthly, quarterly, and annual basis.Develop and execute data-driven sales strategies to maximize revenue and market penetration within our SMB Install Book of Business. Conduct regular 1:1s, performance reviews, and call/deal coaching using GONG and MindTickle to sharpen seller skills, pipeline management, and deal closing.Own overall team pipeline health, establishing robust pipeline generation plans and providing sales leadership with highly accurate forecasts.Partner cross-functionally with Customer Success, Product, Marketing, and Account Management to align on customer growth strategies and lead generation.Prescribe proactive solutions to business challenges, maintaining predictable pipeline performance and upholding high team e-NPS.Streamline team operations, managing SFDC approvals, administrative duties, and compliance requests in a timely manner.QualificationsProven capability in driving team outcomes through accountability, proactive planning, and a selfless, growth-oriented leadership style.Demonstrated success in building and scaling upsell, cross-sell, or expansion sales motions within a B2B SaaS environment.Strong analytical and diagnostic acumen to evaluate sales metrics, pipeline health, and seller performance.Articulate communicator capable of presenting data-backed business impacts and enablement needs to executive leadership.Must Have3+ years of direct B2B SaaS sales experience, with 2+ years managing a sales team.Deep experience in managing full sales cycles, expansion pipeline forecasting, and sales methodology implementation.Hands-on proficiency with Salesforce CRM, GONG, MindTickle, or similar sales enablement and intelligence tools.Bachelor's degree or equivalent professional experience.The actual compensation for this role will be determined by a variety of factors, including but not limited to the candidate’s skills, education, experience, and internal equity. The compensation range listed here does not include additional benefits or any discretionary bonuses you may be eligible for based on your role and/or employment type.Regular full-time employees are eligible for benefits - see here.We accept applications on an ongoing basis.Our innovative platform and trusted partnership enable our customers to connect communities, increase operational efficiency, and grow their business. Why AppFolioGrow | We enable a culture of high performance, where delivering results is recognized by opportunities for growth and compelling total rewards. Impact | We are creating a world where living in, investing in, managing, and supporting communities feels magical and effortless, freeing people to thrive. We learn as much from each other as we do our customers and our communities.Connect | We excel at hybrid work by fostering an environment that feels flexible, personal and connected, no matter where we are. com/company/careersStatement of Equal OpportunityAt AppFolio, we value diversity in backgrounds and perspectives and depend on it to drive our innovative culture. This means that no matter what race, color, religion, sex, sexual orientation, gender identification, national origin, age, marital status, ancestry, physical or mental disability, or veteran status, you’re always welcome at AppFolio.